I'm working with a seller who is without a broker. This owner says he is ready to sell. Has had offers in the past. Says he likes our team better then others that came before BUT he is 'so' busy running the day to day of his business that he doesn't have time to discuss an LOI. This has been going on for about a month. How do I create a sense of urgency? Or should I not? How do I tell him I'm moving on but leave the door open. Right now my concern is not that he is too busy (we have solutions for taking on the business). My focus is getting him (and wife) to calm down and take the leap and build trust. Suggestions from others who have experienced this same issue?